| Question | Answer |
| Organizational factors | Purchasing decisions, especially large expenditures, may be influenced by the organization’s strategies, priorities, and performance |
| Modified rebuy | An organization reorders a product or service with modifications |
| Negotiation consists of 5 phases | Investigation; determining desired outcome; presentation; bargaining; closure |
| Closure | At the close of a negotiation, you and the other party have either come to an agreement on the terms or one party has decided that the final offer is unacceptable, therefore that party walks away.1 |
| Environmental factors | External factors such as the health of the economy and the company’s industry may determine whether an organization chooses to move ahead with a significant purchase or hold off until economic indicators improve. |
| Influencers | who try to affect the outcome decision with their opinions |
| Collaboration | style is high on both assertiveness and cooperation. This is a strategy to use for achieving the best outcome from conflict—both sides argue for their position, supporting it with facts and rationale while listening attentively to the other side |
| Factors that contribute to B2B purchase decisions | Interpersonal; Organization; environmental |
| Avoidance | The avoiding style is uncooperative and unassertive. People exhibiting this style seek to avoid conflict altogether by denying that it is there. They are prone to postponing any decisions in which a conflict may arise. |
| End users | of the item being purchased |
| Distributive view | s a traditional fixed-pie approach. Negotiators see the situation as a pie that they have to divide between them. Each tries to get more of the pie and win. |
| Interpersonal factors | B2B decisions are influenced by characteristics of the individuals involved in the selection process. |
| Investigation | This is a key stage that asks- What are your goals for the negotiation? What do you want to achieve? What would you concede? What would you absolutely not concede? |
| Deciders | who have the final decision |
| Deductive approach | negotiation begins with the big picture in mind. Negotiators start their discussions with an agreed upon strategy, then work on the details. |
| Accommodation | style is cooperative and unassertive. In this style, the person gives in to what the other side wants, even if it means giving up one’s personal goals. |
| Competition | this style want to reach their goal or get their solution adopted regardless of what others say or how they feel. |
| Determining your desired outcome | This helps you know whether to accept an offer received during the negotiation. Could you get a better outcome than the proposed deal? What does the other party want? What alternatives do they have? |
| Gatekeepers | who control the flow of information |
| Compromise | is a middle-ground style, in which individuals have some desire to express their own concerns and get their way, but still respect the other person’s goals |
| New task | A buying situation where an organization considers buying a product or service for the first time |
| Dual Concern model | describes five common styles of handling conflict based off of the competing concerns of empathy and self-interest. |
| Inductive approach | This involves starting on small details and working upward until a settlement is reached. For example, this approach is often taken in labor negotiations. |
| Presentation | In this phase, you assemble the information you have gathered in a way that supports your position. |
| Bargaining | During this phase, parties discuss their goals and seek an agreement. A natural part of this process is making concessions to demonstrate cooperativeness and move the negotiation toward its conclusion. |
| Straight rebuy | An organization reorders a product or service without modifications |
| Buyers | who are responsible for the contract |
| Mixed negotiations | are the most common and use a blend of inductive and deductive methods. |
| Initiator | who suggest purchasing a product or service |
